My name is Jonathan Stark and I’m on a mission to rid the earth of hourly billing. I hope that Ditching Hourly will help achieve this, one listener at a time 🙂
The Language of Business with guest Norman Lieberman
September 19, 2018
0:59:31
42.89 MB
Downloads: 0
Veteran recruiter Norman Lieberman shares hard won war stories from 37 years of cold calling.
Talking Points
- You have to take control of the conversation in the first 20 seconds
- The importance of finding out the client's problem before you even think about selling anything to them
- Why talking about your company, product, or process is worse than useless
- Why to lead with a question and then shut up
- What you can learn from a cold-calling master, even if you'll never do them yourself
- How to bring prospects back to what they want accomplished if they start talking about price too early in the conversation
- How to pull a relationship together out of thin air
- How to anchor your high price against the much higher cost of doing nothing
- How to respond to a client who asks if you guarantee your work
- How to make buyer's eye glaze over (and what to do instead)
Links